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Renewals Account Representative

3 months ago

Kitchener, Ontario, Canada Open Text Corporation Full time

Renewals Account Representative - Waterloo:

  • Req id: Waterloo, ON, CA
    OPENTEXT
  • THE INFORMATION COMPANY


As the Information Company, our mission at OpenText is to create software solutions and deliver services that redefine the future of digital.

Be part of a winning team that leads the way in Enterprise Information Management.

The Opportunity...

Reporting to the Manager, Renewals this position is focused on relationship management, selling the value of Open Text Maintenance and Support Programs and driving retention as well as growth.

Quoting, positioning upsells, regular follow-up and closing renewals are primary responsibilities as well as being able to handle complicated/complex accounts independently.

Extremely strong organizational skills and the ability to accurately forecast are required.

Concurrently the incumbent will be responsible for identifying and conducting gap analysis and process improvement as well as setting a standard of excellence beyond the one established by management.


What you are Great at...

  • Consulting with internal stakeholders to prepare renewal quotes, overcoming objections through process of negotiation and adjusting quotes as required to ensure the competitiveness of the solution being presented to the customer
  • Maintaining and updating reporting systems used for research and providing accurate forecasts within a sales support territory
  • Cultivating strong business relationships with the Account Executives and other stakeholders
  • Trusted advisor for the Customer for their support needs. Cultivating an environment of mutual value recognized between OpenText and our customers.
  • Utilizing departmental standard operating procedures to bring renewal contracts in at full value and on time.
  • Taking ownership of the contracts assigned to you and having a strong sense of urgency is required to manage your portfolio resulting in full value, on time renewals.
  • Handling complicated and complex customers independently and liaise with internal stakeholders to solve business problems
  • Sharing roadmap information with the team

What it Takes...

  • 2+ years' experience working in a sales oriented, lead generation or renewals environment
  • University/College degree within a related discipline or equivalent work experience
  • Exceptional communication both written and verbal, with the ability to listen and understand client needs and focus the content
  • Ability to think outside the box when researching leads for expanding new maintenance contracts and finding new and creative ways to show how OpenText products can help the client achieve their goals
  • Ability to work cross functionally with a dynamic team who rely on each other to achieve overall corporate goals
  • Track record of autonomy, ownership and execution
  • Strong ability to multitask and prioritize work effectively
  • Proven experience working in a fluid environment that is ever growing and changing